Why Farmers Markets?
Markets are the lowest-risk way to test a food business. Low startup cost (£300-500 for basic setup), direct customer feedback, cash flow from day one, no long-term commitments. Perfect for testing products before investing in premises. Many successful food businesses started at a market stall.
Types of Markets
Traditional Farmers Market
Local producers selling direct to consumers. Often weekly.
Stall Cost
£25-75/day
Footfall
500-2000
Best For
Local food producers, bakers, specialty items
Competition
Street Food Market
Focus on ready-to-eat food. Often evening/weekend events.
Stall Cost
£50-200/day
Footfall
1000-5000
Best For
Hot food vendors, drinks, desserts
Competition
Craft & Food Market
Mix of food, crafts, and artisan goods.
Stall Cost
£30-100/day
Footfall
1000-3000
Best For
Specialty foods, gifts, packaged goods
Competition
Night Market
Evening events with food, drinks, entertainment.
Stall Cost
£75-250/day
Footfall
2000-10000
Best For
Street food, drinks, desserts
Competition
Legal Requirements
Food Business Registration
Register with your local council at least 28 days before trading
Food Hygiene Certificate
Level 2 minimum - available online for ~£20
Public Liability Insurance
£5M minimum cover - typically £80-150/year
Product Liability Insurance
Required for most markets - often bundled with public liability
Street Trading Licence
Not always required if market has its own licence - check with organiser
Allergen Information
Written allergen info for all products - required by law
Essential Equipment
| Item | Cost | Notes |
|---|---|---|
| Gazebo/Market Stall | £100-300 | 3x3m is standard size. Get weights/guy ropes. |
| Display Tables | £30-80 | Folding tables, 6ft length common |
| Tablecloths/Covers | £20-50 | Branded cloth looks professional |
| Signage/Banner | £50-150 | Business name, prices clearly visible |
| Cash Float | £100-200 | Mix of notes and coins |
| Card Reader | £20-50 | SumUp, Zettle, Square - essential now |
| Bags/Packaging | £20-50 | Branded if possible, eco-friendly preferred |
| Cool Boxes/Storage | £30-100 | For temperature-sensitive items |
Card payments are essential. 50%+ of market transactions are now card. SumUp, Zettle, and Square all work well. Fees are 1.69-1.95% per transaction. Don't lose sales because you're cash-only.
Pricing for Markets
Price higher than supermarkets
Customers expect to pay premium for artisan/local/direct. You're not Tesco.
Round numbers work best
£5, £10, £15 - makes change easier and speeds up transactions.
Offer deals for multiples
"3 for £10" or "2 for £8" increases basket size significantly.
Display prices clearly
Hidden prices put customers off. Big, visible price tags.
Cost in your time
Prep, travel, market day, pack down. Hourly rate should be minimum wage+.
Tips to Sell More
Offer samples
Nothing sells food like tasting it. Free samples convert at 30-50%.
Eye contact and greet
Say hello to everyone who passes. Engage, don't hard-sell.
Tell your story
Why you started, where ingredients come from. People buy stories.
Stand, don't sit
Standing vendors sell more. Sitting looks disengaged.
Have a signature item
One thing you're known for. The thing people seek you out for.
Collect contact details
Email list, Instagram follows. Markets build long-term customers.
Weather Planning
Hot Weather
- • Bring extra ice/cool boxes for perishables
- • Canopy essential - customers avoid sun
- • Cold drinks sell well - consider adding
- • Check food temps regularly (below 8°C)
Wet/Cold Weather
- • Waterproof gazebo sides essential
- • Weights/guy ropes prevent disasters
- • Footfall drops 30-50% in rain - plan production
- • Hot food/drinks sell better in cold
Finding Markets
Where to Look
- FARMA - farmersmarkets.net (certified markets)
- NCFM - ncfm.org.uk (market directory)
- Facebook groups - "[City] food markets"
- Local council events pages
Getting Accepted
- Apply early - good markets have waiting lists
- Have professional photos ready
- Show insurance and food hygiene upfront
- Explain what makes you unique
Written by
James Mitchell
Ghost Kitchen Operations Director & Industry Expert
Frequently Asked Questions
How do I find farmers markets near me?
Best resources: FARMA (farmersmarkets.net) lists certified farmers markets, NCFM (ncfm.org.uk) has a market directory, Facebook groups for local food markets, Google "[your city] farmers market traders wanted". Contact markets directly to ask about vacancies - many have waiting lists for good spots, so apply early.
How much does a farmers market stall cost?
Typical costs: Traditional farmers markets £25-75/day, street food markets £50-200/day, night markets £75-250/day. Most markets charge pitch fees rather than commission. Some take 10-15% commission instead of fixed fee. Factor in: pitch fee, fuel/transport, packaging, food costs, time. You need to sell £200-400+ to be profitable on a typical day.
What insurance do I need for farmers markets?
Essential insurance: Public liability (£5M minimum, some markets require £10M), product liability (for the food you sell), employers liability (if you have helpers). Cost: £150-300/year for combined food trader policy. Shop around - NFU Mutual, Hiscox, and specialist market trader insurers. Get certificates before applying to markets.
What equipment do I need for a market stall?
Essentials: Gazebo or stall (3x3m standard), weights/guy ropes for gazebo, folding tables (6ft), tablecloths, signage with prices, cash float (£100-200), card reader (SumUp/Zettle/Square), packaging/bags, cool boxes for perishables. Nice to have: branded tablecloth, sample trays, business cards, mailing list signup sheet. Budget £300-500 for initial setup.
How much can I earn at farmers markets?
Highly variable. Typical takings: Quiet market £150-300, average market £300-600, busy market £600-1500+. After costs (pitch, stock, transport, time), profit margin is typically 30-50% of takings. Best traders: have a niche product, attend regularly (same market builds loyal customers), work multiple markets per week. Markets alone rarely make a full income - they're often a sales channel alongside others.
Do I need a food hygiene certificate for farmers markets?
Yes - Level 2 Food Hygiene Certificate is the minimum requirement. Available online for £15-25, takes 2-3 hours. Most markets require this before you can trade. Higher levels (Level 3) are optional but show professionalism. Keep your certificate with you at the market - environmental health may visit.
Can I sell homemade food at farmers markets?
Yes, but with requirements: Register as a food business with your local council (free, 28+ days notice), pass a food safety inspection or have appropriate rating, have Level 2 food hygiene certificate, have allergen information for all products. You can prepare food at home if your kitchen passes inspection, but many vendors use commercial kitchens for production.
How do I get accepted to good farmers markets?
Tips for getting accepted: Apply early (good markets have waiting lists), have professional photos of your products, show food hygiene cert and insurance upfront, explain what makes you unique (why should they pick you over others?), start with smaller/newer markets to build track record, be reliable - once in, keep your spot by showing up consistently.